Open Programmes
2012 Negotiation Skills
Introduction
Programme summary
Very few negotiations involve once-off deals – most happen in the course of a relationship of one kind or another or are aimed at establishing an ongoing one. In today’s competitive business environment, establishing and maintaining business relationships is the key competitive advantage. Being able to negotiate sustainable and mutually beneficial deals is part and parcel of this. After all, the point of the deal is to achieve a sustainable agreement. How that is put together is critical for the sustainability of both the deal and the business relationship underpinning it.
Yet few people have the inherent ability to negotiate deals that add maximum value both sides. Many still cling to an outmoded view that they can only win if the other side loses.
In business, the consequence of poor negotiation practices can be highly destructive.
The principled approach to negotiation discussed and practised on this programme will show how to prepare for and approach negotiation in a 3-dimensional way, i.e. not to just to focus on what happens at the table, but also how to ensure you negotiate with the right people over the right issues. This is where preparation is key: delegates will be provided with the tools to prepare for just about any negotiation.
Delegate profile
The programme is suitable for people who are required to negotiate on their own behalf or on behalf of others, both within their organisation and with parties on the outside, including line managers, senior executives, business owners and HR / ER professionals. It is not a sales course.
Programme benefits
Delegates will learn how to:
- Prepare for any negotiation
- Create better value for themselves in negotiation
- Manage inter-personal issues while remaining focused on the merits
- Persuade the other side
- Ensure longer-term cooperation with the other side
- Ensure the sustainability of the deal
- Deal with negotiators who are obstructive.
Dates: 11 – 13 June 2012
Tuition fees: R11 900
Contact: Aniesah Ajam
Tel: +27 (0) 21 406 1094
E-mail: aniesah.ajam@gsb.uct.ac.za
Website: www.gsb.uct.ac.za/negotiation
